This week I had the opportunity to deliver training for the skilled outside sales pros at Connexion, an electrical equipment and supply...
Group Photo of Training Class
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The Ultimate Sales Tip
The longer I'm in sales, the simpler it seems. I'm talking about the things we need to do in order to be successful. There are a number of...
Get Agreement on Two Levels To Sell More
I was reminded the other day that in many sales situations there are two levels of agreement you must pass in order to get the sale: 1. agreement...
Sales Myths and a Truth from the Movie, “Boiler Room”
I've not yet seen the new movie, "The Goods: Live Hard, Sell," with Jeremy Piven as a hired gun who comes in to turn around failing used...
Photos of Frontier Communications Reps
I just returned from the Minneapolis area, conducting training for some talented pros at Frontier Communications. ...
Even Brief Voice Mails Can Be Bad
Many times voice mails from sales reps are horrible because they are too long and go into a sales pitch. Here's one that very brief, but nonetheless...
Group Photo of Smart Calling™ Workshop Participants
I delivered my Smart Calling™ prospecting training workshop to the great sales pros at McAfee software. McAfee is a fine example of an...
Overcoming Fear; How I Did It on the Golf Course
Let's take a look at situations where fear can be paralyzing and potentially cause you to not perform to your potential. Of course I'll relate what...
My Unbreakable Rules of Sales
In life we all have personal policies, beliefs, guidelines, and values that drive our thoughts and actions. We might bend or rationalize those from...